How to Tell If a Prospect Is Genuinely Interested

By Mark Jewell | July 04, 2019
I’ve had several students approach me about how to tell whether a prospect is legitimately interested in their ... Read More >

Pain Point Discovery

By Mark Jewell | July 03, 2019
Every now and then you’ll encounter a prospect who has scar tissue concerning service providers who have let them ... Read More >

Reframing a Lighting Retrofit as an Oil Well

By Mark Jewell | July 02, 2019
Sales professionals are adept at reframing value propositions to make them more accessible to their prospects.  Doing ... Read More >

Why Should They Care?

By Mark Jewell | May 22, 2019
Why should your prospects care about energy efficiency?  What messages would pique their interest enough to have the ... Read More >

9 Ways to Improve Sales Performance

By Mark Jewell | April 23, 2019
In the words of that famous race car driver, Mario Andretti, “If everything is under control, you’re going too slow.” Read More >

Breaking Sales Down to a (Neuro)science

By Mark Jewell | April 13, 2019
What is happening in your brain and body during a high-stakes negotiation?  If you knew, how could that tip things in ... Read More >

Client Nurturing

By Mark Jewell | April 12, 2019
Your existing customer base is a significant (and often overlooked) asset. It’s easy to get so wrapped up in new ... Read More >

Residential Energy, Part Two

By Mark Jewell | April 10, 2019
Today, we’ll continue with some more strategies for reframing the value of efficiency for residential prospects. Read More >

Residential Energy, Part One

By Mark Jewell | April 09, 2019
We talk a lot about sales strategies and tactics that are appropriate for commercial and industrial prospects. These ... Read More >

Tips for Vetting Trade Associations

By Mark Jewell | March 14, 2019
Trade associations can be an excellent resource for educating yourself about a segment and generating leads.  Finding ... Read More >